Interview by Sigrid Tornquist
What’s your greatest challenge in bidding projects?
We find ourselves in projects that are being bid by two or three of our clients, and they’re all bidding with us as the provider/vendor. The challenge is being fair with everyone. We make sure we’re transparent, and forthright about how we can fit in to each scenario. Our integrity is a core value of the company.
What’s changed in your approach to business as your company has grown?
Finance. In the beginning we were flexible in our terms and approach to collections. Eventually we tightened things up, and now have an accounting department of about 10. Sometimes when you’re romantic about what you do, you allow for too much flexibility in payment terms; and unlike our buildings, flexibility is not always ideal when it comes to accounts receivable.